Parallels between our roles as real estate professionals and the local guides

Last week, I was off the grid, exploring Peru with my daughter, and visiting awe-inspiring sites like Machu Picchu, Lake Titicaca, and Rainbow Mountain. The trip was an unforgettable one, and amidst the beauty, I found parallels between our roles as real estate professionals and the local guides who led us through various expeditions.

Here are two key takeaways that I wanted to share with you:

1. The Confidence and Enthusiasm of a Seasoned Guide

A guide has traversed the trail countless times, which instills confidence in the travelers. Yet, they approach each tour with fresh enthusiasm, as if it's their first time because, for the traveler, it is. As real estate agents, we're tasked with striking a balance between conveying our expertise and recognizing our client's unique concerns and excitement. It's their first journey through a real estate transaction.

How do we ensure they feel confident in our experience while also validating their individual feelings of novelty or anxiety?

2. Understanding the Role of a Guide

A guide adjusts the pace when needed – quickening to outrun a storm or slowing down to support those lagging behind. However, they never carry the travelers' loads. This is a vital lesson in our profession. As Larry Kendall puts it, one controls the decision, the other the process. For us, the process is our domain, our map to navigate. The decision, however, is the client's burden to bear. During a recent negotiation, when a seller asked me if they should accept an offer, I gently reminded them that the decision was theirs alone. My role is to provide insights, like the likelihood of receiving a similar offer in the near future, but not to carry the weight of their decision.

In considering this balance, how do we as real estate professionals assist our clients in shouldering their decisions without taking on their burdens?

In our weekly journey as real estate professionals, let's be mindful of these roles, ensuring we guide with expertise and support, but without overstepping into territories that are not ours to navigate.